Problem
Aria sells life insurance policies door-to-door. She enjoys the challenge of interacting with different people and trying to convince them to buy from her. She likes knowing right away whether she was successful at selling (or not). She doesn't necessarily feel appreciated by management, nor does she understand how her work fits into the big picture of what the company does. Aria is compensated with a generous monthly salary and also gets individual bonuses based on how many insurance policies she sells. However, there is a maximum amount of bonus money that salespeople can receive each day, and she usually achieves this each day before noon. In fact, recently she has started to feel that she is very successful with older people, but not with younger people, and she hasn't learned any new strategies for selling to younger people. Each day she is assigned by a dispatcher to a particular neighborhood. She trusts that salespeople are being assigned fairly, but she often feels frustrated because she knows from experience that certain neighborhoods are empty in the middle of the day, and she is not allowed to choose her neighborhoods or work at night when more people are at home. As Aria's manager, you would like to identify why her empowerment and engagement may be low, and what actions you can take to improve them. Use the appropriate terminology to answer the following question:
What is one specific issue described above that you think gets in the way of Aria's engagement?